Category Archives: Technology

Use Johnson’s Business Model Tips to Get Your New System Approved

A few months ago on the HBR Blogs, Mark W. Johnson published a short piece on “A New Framework for Business Models” where he reviewed Drucker‘s definition for a business model which is nothing else than a representation of how an organization makes (or intends to make) money and noted that, in addition to specifying how a company (intends) to make money, it should also specify why a customer would want to buy from you.

Why a customer would want to buy from you is answered by your customer value proposition which identifies something that your customer needs and proposes an offering that meets that need. Specifying how you’ll make money is a bit harder. To answer this, you need to analyze your:

  • Revenue Modelquantity times price
  • Cost Structuredirect costs, indirect costs, and overhead
  • Margin Modelwhat is the actual profit
  • Resource Velocityhow much throughput can you achieve

When I read this, I couldn’t help but notice how appropriate the definition is to business cases in general and how you also have to clearly answer these four questions if you expect to get funding for that new supply chain system you need. For example, if you want a new e-Sourcing system, you need to define:

  • Payback (Revenue) Modelexpected number of sourcing events times expected savings per event (on average)
  • Cost Structuresoftware, hardware, support, etc.
  • Margin Modelwhat are the real savings when the costs are taken into account
  • Resource Velocityhow many more events will you be able to handle with the new system

Otherwise, you won’t have a solid business case that clearly outlines the ROI and why you should be allowed to buy it in the first place. Furthermore, if you can’t define the resource velocity, you can’t specify how it increased your customer value proposition, which, in the case of an e-Sourcing system, is increased event throughput to help other organizational units drive savings straight to the bottom line (as e-Sourcing can also reduce HR, Marketing, and Legal costs, for example).

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The Seven Deadly Software Sins

Regular readers will notice that I regularly rally against a number of different software products and platforms. It’s not necessarily that I think they’re (intentionally) evil (well, at least not in most cases), but that they commit one or more of the seven deadly software sins and perpetuate myths over reality, which helps no one. So what are the software sins? And why are they dangerous? Let’s answer these questions once and for all.

  1. “Shrinkwrap” This is the notion that software can be “packaged”, sold, and never touched again. No software is bug free, no software can be configured for every possible platform, no integration works issue free out of the box, and every piece of software ever written has a shelf life, which gets shorter by the year. Thinking you can sell a piece of software, install it, and be done with it for however long finance says your customers can “amortize” the license cost is delusional. That’s why I like SaaS, and, more specifically, the pay-as-you-go software model. Especially in business, we have to start treating information technology as a utility, because that’s what it has to become to be truly useful.
  2. “The Cloud” This is the notion that the cloud is a fluffy magic box that will solve all our problems, which it’s not. It’s simply another delivery model, where the Software-as-a-Service (SaaS) provider outsources its infrastructure to an Infrastructure-as-a-Service (IAAS) provider who specializes in green data center management, leaving the SaaS provider to focus on its software strength.
  3. “Dashboards” They don’t call them idiot lights for fun! They call them that because dangerous and dysfunctional dashboards give you a false sense of security that the ship isn’t sinking when in fact it’s going down faster than Maury the Management Moron’s fraudulently expensed Thai “Masseuse” for his “stiff joint” because the idiot who configured the dangerous and dysfunctional dashboard thought that “pump performance” would be a better gauge than “water on board”.
  4. “Spreadsheets as BI” Business Intelligence is the deep insight that can only be derived through a thorough and detailed multi-dimensional analysis of all relevant data through a true data analysis tool, not a wimpy two dimensional spreadsheet that only allows for a small number of statistical calculations and bland graphs. That’s why Excel is not a supply chain solution. It was designed to be a simple accounting tool, and that’s all it is. Trying to use it for more is just asking for disaster, as demonstrated by the fact that 90% of spreadsheets have non-trivial errors in them. Get a real e-Sourcing, e-Procurement, or Trade Data Management tool.
  5. “Sizzle over Substance” It’s what the tool does, not how it looks. Just because the company in question hired a few Flash monkeys and integrated some animated charts and graphs doesn’t mean the tool does anything. In fact, if the capability is being promoted as a strong selling feature, I’d argue that the tool probably doesn’t do anything at all. Some of the best analysis tools in the space still use simple 8-bit Windows Interfaces built in Visual C and Visual Basic. They’re the best tools because, instead of wasting the last ten years redesigning the UI every year to look flashier, the developers spent the last ten years adding more analysis power, speed, and flexibility. If it sizzles, there’s no beef in that double cheese burger, just bacon. And you’ll be left hungry. Similarly, if the PowerPoint Rangers spent too much time on that presentation, ask yourself what the provider is trying to hide. If the solution is really great, the sales person won’t be able to get to the demo fast enough (because truly great software sells itself).
  6. “Social Networking” This is where you build your offering around, or attempt to integrate with, social networking where it makes absolutely no sense to do so. Business is business, not fun. Plus, let’s look at the definition of social. Seeking or enjoying the companionship of other people. People! Not computers. And definitely not bots. You say you can tell the difference? Are you sure? Some of the chat bots are so good that it’s pretty hard to tell the difference between them and a r34l g4m3r that’ll p4wn ur @ss. In fact, if you administered the Turing Test, you’d probably choose the chat bot. Secondly, where’s the “networking”? How are you “networking” by farming someone’s virtual fields in cyberspace? Or poking them? Or by reading time-lagged status updates? You’re not. Thirdly, and most importantly, as it stands now, “social” networks are nothing more than a useless time suck. And, as a bonus, if you’re on Facebook, all your privacies are belong to us“. (Pop Culture Reference) See SI’s previous posts on Facebook for details. The reality is that, where networking and companionship is involved, you’re better off playing a MMORPG and joining The Guild. In fact, you’ll even learn collaboration skills, cultural sensitivity, project management, time management, and economics whereas most social networks won’t teach you a damn thing.
  7. “Alert Communication” This is the asynchronous “communication” that Twitter purports to offer … but comments are not conversations! Furthermore, Twitter will make a twit out of you, literally, as a study has found that potheads are smarter than Twitterers. This also means that “sound bites” and pointless press releases add no value to your software.

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b-Pack: Packing It In for A Brave New World, Part II

Last week, in Part I, we told you how b-pack, hot on the heels of Ivalua, had decided to cross the Atlantic and join in the conquest to bring the bohemian revolution to the world of Procurement and P2P with their extensive solutions that actually close the loop.

As noted in Part I, b-pack brings with it a suite of solutions that take you from the start of a traditional sourcing cycle (RFx), through a contract, to a requisition (which may be from a catalog), against a budget, to receipt (which can include asset tracking information), and an invoice, to payment, reporting, and supplier management. Plus it has a number of supporting modules that are unique compared to most of the competition (but that will be the subject of the next post).

Since Part I described the core procurement cycle support in detail — requisition, purchase order, receipt, invoice, payment, and budget update — this part will detail the integrated applications that build on the core capabilities to provide the organization with expense and travel management, asset management, dispute resolution, and procurement business intelligence reporting.

The expense management solution allows you to create a requisition for a trip before you take it, and before you incur the first expense, and have it, and associated expenses within budget, pre-approved. Then, as expenses are incurred, they can be added to the report. When the expense report is complete, it can be submitted for reimbursement. In addition, not only can it be exported to excel for printing or manual submission for a third party, but it can be imported from a predefined template that can be exported from the approved requisition. The expense management solution supports dates, cost centres, invoicing companies, multiple currencies, and notes at a line item level.

The integrated dispute resolution solution can be launched on the receipt of goods, on the receipt of an invoice, or later when an issue is encountered and the dispute can be related to a purchase order, goods receipt, invoice, asset, and/or contract. The dispute can be assigned a type and a level. The supplier is notified by e-mail and alert next time they log into the system. In addition, it appears in the appropriate supplier representative’s todo list until it is addressed. (If they choose to respond by e-mail, the response can be recorded by an individual with the appropriate authority to certify the response came from the supplier.) Once the supplier has responded, the appropriate buyer representative(s) is (are) notified, who can choose to either respond to the supplier, and continue the dispute, or close the dispute.

The asset management system, which is deeply integrated into the system, is also one of the most extensive non-standard modules in the platform. As a result, it’s a considerable value add for organizations that make a considerable number of expensive purchases for internal use that need to be tracked and managed. Asset management starts with the requisition when the user selects a commodity from the integrated catalog where it is assigned a pre-defined asset type. Each asset type is associated with specific properties. Then, when the commodity is received, the receiver can define the asset specific properties — such as serial number, internal tracking number, and assigned user — in addition to overriding the automatically defined fields — such as description, manufacturer part number, and assigned corporate unit. In addition, assets can be linked together. This is especially relevant when assets need to be used together, such as hardware and software. The module also supports specific approval rules, and chains, based on the type of asset … so that IT can review computer purchases, marketing can approve local printer selection, and engineering can approve widgets. In addition, the software maintains a complete assignment history, which is useful in tracking the lifespan of a product — such as a demo unit that gets reassigned to multiple teams over its lifespan. Finally, the asset database is searchable on every attribute, which makes it easy to find assets by type, assignee, department, etc.

This brings us to the procurement business intelligence reporting capability. The reporting module is tightly integrated with the base system and allows you to build your own reports across any data elements in the system using their own visual query builder. Using their application, you can define your own queries that will generate any list or cross-tab report of your choice, with sub-groups and rollups. The visual query builder, which also includes filter support against any pre-defined data grouping built into the system, allows you to select the rows of interest, calculations to be applied against the rows, and functions to be defined. The filters are and-or boolean clauses of arbitrary complexity and any where clause that can be defined in SQL can be defined as a filter. This gives the report builder a significant degree of power. The results can be presented as a table, or, where calculations or formulas are defined, as a chart or graph. The business intelligence is provided by way of built-in trend analysis that allows the user to track trends and define comparisons against baselines, predefined expectations, floors, and ceilings. This allows the user to determine when budgets and spend under management aren’t tracking against expectations and then create custom reports to determine why. Finally, every user can build custom dashboards using any built-in or custom defined report. If the dashboards are designed to identify unexpected trends, this can also be a useful feature.

In summary, b-pack provides a comprehensive P2P e-Procurement solution that also includes some very useful capabilities above and beyond the basic procurement cycle requirements that can provide significant additional value to many buying organizations.

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For Efficiency, Find a Software Vendor That Uses the Three Minute Rule

A recent post over on the HBR blogs documented Cue Ball‘s “three minute rule” that they encourage their portfolio companies to adopt. According to Cue Ball, the best way to not only develop a customer-driven approach, but to truly develop customer understanding, is to use the three-minute rule where you ask your customers what they are doing three minutes before they use their tool and three minutes after.

The example they give is that, at Thomson, one of the products provides investment analysis of financial earnings data. What Thomson hadn’t fully appreciated — until they applied the three minute rule — was that immediately after accessing the data, a large number of analysts were painstakingly importing it into Excel and reformatting it. This led Thomson to prioritize developing a more seamless Excel plug-in with enhanced formatting capability. The result, an almost immediate and very significant uplift in sales.

If your software vendor uses the three minute rule, then they understand how you use each of their various modules and the integration will allow you to flow from one to the other without having to manually cut and paste data, wait thirty to ninety seconds for new modules to load, or load up Microsoft Office to complete a basic task. Furthermore, they’ll understand what applications you’re using before and what applications you’ll be using after and include easy import and export features that make importing data from the predecessor application a single click and make exporting data to the next application a single click. If switching modules is a pain, or importing and exporting is a nightmare, your vendor does not follow the three minute rule and it might be time to reevaluate your platform choices.

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10 Best Practices for Software Selection from Software Advice

Industry Week recently published “10 Best Practices for Software Selection” from Software Advice that were pretty good. In brief, they were:

  • Take Ownership of Selection ProcessDon’t delegate to a subordinate or IT. It’s your process that you’re trying to automate and improve, so make sure you get the software that you need.
  • Determine Your NeedsKnow exactly what you need before you even issue the RFP. As I previously wrote, you don’t want to fall for a fliggle-flaggle-floogle sales pitch.
  • Get the Right Software for Your IndustryWhile there are many products out there, some will be tailored to specific verticals. If it’s tailored to yours, it could be a good thing. But if you’re an automotive component manufacturer and it’s tailored for a bottler, it might not be the right software for you.
  • Integrate the Enterprise over TimeBuying a suite that integrates the majority of your back office functions under one umbrella might be the right decision, but the last thing you should do is a big bang implementation — unless, of course you want your operation to go out with a big bang. Remember Foxmeyer? They were a 5 Billion Dollar company until they tried to do a big bang update of all their hardware and software systems, which went up in a bang that resulted in Chapter 11 and a fire-sale to their arch rival for a mere 80 Million.
  • Assess Ease-of-use CarefullyEven if the system does everything you ever wished for, it’s not a good investment if it’s hard to use, because it will just end up being bypassed. It’s much better to have an 80% solution that’s easy and pleasant to use than a 100% solution that requires a team of PhDs and magicians.
  • Ensure Strong Support and MaintenanceThere’s no such thing as bug free software. Don’t let anyone tell you otherwise. Some software will be more bug-free than others, but all systems go down eventually. Make sure the vendor offers great support, because you will need it.
  • Pay Close Attention to Vendor ViabilityThis doesn’t mean that you should buy from the biggest, because even the mighty can fail. It just means the company should be stable with a sizeable customer base that can support it for years to come.
  • Be Realistic About Your BudgetIf you only have 200K, don’t look at software in the 1M range. Don’t even look at software in the 500K range. Focus on finding a solution you can afford, even if it’s not perfect. If you can find a point solution for 100K that has a 5X ROI, then you’ll have a 500K budget next year to fill in the gaps.
  • Understand your Deployment OptionsIf you don’t have a solid IT department, or they’re overworked, you probably should not be looking at on-premise. Similarly, if corporate policies prohibit certain data from leaving your four walls, you might be forced into an on-premise solution.
  • Plan your platform technology needsUnderstand your current platform and the options you are able to support. If you’re a Microsoft Shop, you should probably be looking at .Net solutions. Similarly, If you’re a Linux or Unix shop, a .Net solution should be immediately crossed off the list.

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